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Effects of Implementing a Competency-Based Performance Management System on Measures of Sales Performance

Description: Use of competency models has exploded in recent years. Unfortunately, the empirical research to validate such systems is scarce. This study explores the relationship between Competency-based Performance Management Systems and sales performance to determine whether the use of these systems increases performance. Performance data from sales representatives in a medical products company were examined to determine changes in performance following the introduction of the Competency-based Performance Management System (N=64). Correlations with performance were obtained for each competency dimension to determine if any factors were highly correlated with performance and if state-factors were more positively correlated with performance than trait-factors (N=66). The study found no significant relationship between implementation of a Competency-based Performance Management System and sales performance. Also state-factors were not more positively correlated with sales performance than trait-factors.
Date: May 2000
Creator: Lynch, Ronald
Partner: UNT Libraries

A New Approach to Measurement of Partial Knowledge

Description: The problem of this study is that of developing a testing procedure for multiple-choice tests which would increase the relationship between test scores and a criterion. The procedure investigated in this research was one in which subjects took a multiple-choice test but were required to continue responding on each item until the correct answer was obtained. The total number of responses was used as the score on the test. The purpose of this research was to investigate the possibility of increasing predictability by changing the procedure of administering the test, rather than changing the test itself.
Date: August 1973
Creator: Wagner, David E.
Partner: UNT Libraries

Self-ideal, Self-discrepancy and Sociometric Choice Status

Description: This study hypothesized a relationship between self-acceptance and acceptance by others. The hypothesis was that patients chosen frequently by other persons on a friendship criterion would have lower self-ideal, self-discrepancy scores than patients chosen infrequently by other persons on a friendship criterion. The study also hypothesized that depressed patients would have higher discrepancy scores than either the psychopathic or situational stress groups.
Date: August 1973
Creator: Swann, Susan Elizabeth
Partner: UNT Libraries

Extraversion-Introversion and the Sexual Behavior of College Students

Description: The purpose of this study was to determine if a relationship exists between extraversion-introversion and the sexual behavior of college students. Five predictions were proposed based on previous research which indicated the possibility of a relationship of the personality types of extraversion and introversion with some aspects of sexual behavior.
Date: August 1973
Creator: Orgeron, Donald J.
Partner: UNT Libraries

The XYZ Test as a Measure of Attitudinal Change Resulting from a Management Training and Development Program

Description: A study was done to test the effectiveness of a managerial training and development program. Seventy-three first-line and middle managers of a medium size oil company were the subjects of this experiment. The two experimental groups took part in three training seminars which were designed to increase their skills in motivation and supervision.
Date: August 1972
Creator: Rainone, Michael D.
Partner: UNT Libraries

Sex Differences and the Relationship Between the Need for Social Approval and Conservative-Liberal Sexual Attitudes

Description: This study investigated sex differences and the relationship between need for approval and liberal-conservative attitudes regarding sex. The test measures used were the Marlowe-Crowne Social Desirability Scale (M-C SDS) and a questionnaire measuring liberal-conservative sexual attitudes taken from a research survey published in Psychology Today.
Date: May 1973
Creator: Vilet, Jacquelyn
Partner: UNT Libraries

Operant Procedures in Marital Treatment

Description: The ability of marital partners to directly change a currently unhappy marriage to a happy one may be a function of each individual's conscious awareness of the topography, frequency, and other parameters of his own behaviors, as well as the effects or consequences these behaviors bring to bear on his spouse. This study was an attempt to combine the use of relevant behavioral awareness and a token economy to rehabilitate a marriage in crisis.
Date: August 1973
Creator: Hickok, James E.
Partner: UNT Libraries

Managerial self-awareness and its impact on leadership in high-performing managers.

Description: Managerial self-awareness is thought to impact leadership. A multi-rater feedback instrument was used to gather performance data on 70 managers in a large multi-national airline in regards to five leadership dimensions: making sound decisions, driving for results, effective communication, self-management, and innovation. Difference scores between self and direct reports were calculated and used as the operational definition of managerial self-awareness. T-tests were run to examine the difference between high performers and average performers. No significant differences were found. Additionally, correlational measures between the five leadership competencies and the managerial self-awareness measure indicated statistically weak relationships.
Date: May 2002
Creator: Yancey, Margaret
Partner: UNT Libraries

A Concurrent Validation Study of a Paper and Pencil Test Battery for a Sales Position

Description: Participating in this study were 251 decorator consultants. The decorator consultant position is a direct sales position. The primary objective of this study was to demonstrate that a relationship existed between decorators' selection test scores and their job performance. The SRA Verbal Form, the EAS Numerical Ability Test, the EAS Space Visualization Test, and the Sales Attitude Checklist were evaluated as potential selection tests. Behavioral criteria and managerial ratings were used to assess job performance. Correlational analyses revealed that all the tests but the SRA Verbal Form were significantly correlated with two or more criteria.
Date: May 1990
Creator: Irons, Deedra Kim
Partner: UNT Libraries

Validity of Two Childhood Autism Rating Instruments for Use with Autistic Adolescents

Description: It is now known that autism is a lifelong handicapping condition. While some of the characteristic behaviors of autistic children remain unchanged in adolescence and adulthood, there is evidence that other behaviors change as a function of development. Assessment instruments for identifying autism are generally intended for use with. young children and may not accurately assess autism in adolescents. Two studies compared autistic adolescents with matched autistic children and nonautistic adolescents on two autism rating scales. The validity of the Childhood Autism Rating Scale for use with adolescents was supported while the validity of the Prescreening Checklist was questioned. The findings were discussed in relation to the age-related changes which occur in autistic adolescents.
Date: May 1986
Creator: McCallon, Denise
Partner: UNT Libraries

Theories Contrasted: Rudy's Variability in the Associative Process (V.A.P.) and Martin's Encoding Variability

Description: A paired-associate list of three-word stimuli and one-word responses comprised the first list of an A-B, A-Br paradigm. Each of the three words from the first-list three-word stimuli was singly re-paired with first-list responses to make up three of the second-list conditions. The fourth second-list condition used the first-list stimuli plus re-paired first-list responses. Results obtained were that: (a) nine of the sixteen subjects spontaneously shifted encoding cues from first to second lists, (b) evidence of significantly greater negative transfer occurred only in the A-B, A1 2 3-Br condition, and (c) although not attaining significance level, across all A -Br conditions there were more errors on second-list learning for those not shifting encoding cues from first to second list. For those who did shift, performance was only slightly lower than the A-B, C-B control condition. Neither the encoding variability nor the associative variability theory was entirely supported. A gestalt interpretation was suggested.
Date: December 1976
Creator: Fuhr, Susan R.
Partner: UNT Libraries

Validation of a Selection Battery for Computer Programmers

Description: Subjects were 38 computer programers employed in a national food-retailing corporation. A job analysis provided a basis for criteria development and served to guide the selection of predictors. Ratings of each programmer's job performance by his immediate supervisor, and scores on such tests as the Computer Programer Aptitude Battery (CPAB), clerical tests, and supervisory judgment test were obtained. Relationships between tests and criteria were examined to find the best test combination for predicting programming performance. Statistical treatment of data included a principal components analysis of the criteria and a multiple linear regression analysis. A weighted combination of the CPAB Reasoning, a test of clerical ability, and supervisory judgment test was found to be highly correlated with performance (R = .60).
Date: August 1979
Creator: Tuseth, Michael
Partner: UNT Libraries

Perceptual Style, Field Dependence, and Accident Involvement

Description: It was hypothesized that field dependence and attention measures would differentiate accident-loaded and accident-free employees of a petroleum services company. Analysis of variance revealed main effects and a three-way interaction for the Rod-and-Frame Test. Main effects occurred for the Attention-Diagnostic Method and Embedded- Figures Test. No differences occurred for the Closure Test. Regression analysis produced an R (76) = .41, p < .01, with the Attention-Diagnostic Method contributing more to prediction. Equality-symmetry violations occurred in the data. Cautious interpretation was advised because of the assumption violations. The accident-loaded subjects produced consistently greater performance variances, which suggested general performance characteristics in several respects. Future research should be longitudinal-predictive, oriented from Kerr 's complementary safety theories.
Date: August 1976
Creator: Smith, J. Murry
Partner: UNT Libraries

The Effects of Realistic Job Previews on Turnover in a Financial Services Organization

Description: Realistic Job Previews have been shown to impact newcomers to jobs through ircreased self-selection, reduced turnover, eased adjustment, improved performance and increased job satisfaction. To address a turnover problem, Realistic Job Previews were implemented in hiring for two entry level positions in half of 539 branch offices of a large financial services organization. Subjects consisted of 122 Service Representatives and 98 Financial Representatives. Eight months after implementation, turnover rates were compared for control and experimental groups. There was no significant difference between turnover among Service Representatives. Financial Representatives in the experimental group had lower turnover rates (p < .10), with the difference increasing over time. Comparing the turnover rates between three and six months tenure resulted in a statistically significant difference (p < .05).
Date: August 1987
Creator: Goerz, Marilyn J.
Partner: UNT Libraries

Achievement Orientation and Learned Helplessness in Women

Description: One hundred and fifty-five Texas juries were examined to determine the sex of the person elected foreman. Because the role of the foreman is traditionally a male role and a leadership role, it was hypothesized that few women would strive for the position of foreman and that few would be elected to it. It is believed that the proportion of women foremen is a reflection of lack of achievement orientation (or learned helplessness) on the part of women in this situation, and of the degree to which members of the group have internalized the concept that women are less competent than men for a traditionally male leadership role. Of the 155 foremen only 14 were women, a finding which is significant at the .00001 level.
Date: May 1975
Creator: Beckham, Barbara J.
Partner: UNT Libraries

The Development and Implementation of an Effective Loan Officer Training Program in a Commercial Bank

Description: The research attempts to determine how an effective loan officer training program should be designed and implemented in Texas Commerce Bank. A comprehensive program would prepare newly hired college graduates for positions as commercial lending officers as quickly, thoroughly, and effectively as possible. In order to accomplish this objective, three steps are necessary in the research. The first step is to determine the generally accepted principles of training and development. Application of these principles in a program certainly increases the likelihood of successful training results. The second step is to survey a sample of the banking industry to determine what approaches to this problem are currently in use by other banks. If successful procedures, techniques, or ideas are now working for banks similar to Texas Commerce, perhaps they can be adapted to work in this bank. The final step in designing the program is to tailor the gathered information for the specific needs of Texas Commerce. The purpose of this step is to assure that the principles of step one and the successful approaches from step two are realistically and specifically matched with the training needs at Texas Commerce Bank.
Date: December 1973
Creator: Workman, Russell Mayfield
Partner: UNT Libraries

Predictive Validation of a Computer Programmer Selection Test

Description: Subjects were 32 computer programmers employed in a large computerized tax-processing company in the Southwest. Ratings of each programmer's job performance by his/her immediate supervisor and scores on the Aptitude Test for Programmer Personnel (ATPP) were obtained. Relationships between test scores and criteria were examined to identify significant (p < .05) correlations. Statistical treatment of data included zero-order Pearson product-moment correlation, multiple linear regression, and first-order semi-partial correlation analyses. Results indicated that the ATPP did not successfully predict (2 >.05) the rated performance of the programmers.
Date: August 1981
Creator: Duvall, Sherman K.
Partner: UNT Libraries

The Role of Simulation in the Teaching of Interpersonal Communication: a Descriptive Case Study

Description: This investigation opened with justification of the association of simulation and rhetoric found in the works of Bitzer, Bryant, Burke, and Nichols. It then focused on some advantages that association provides in the classroom: provides learning experiences for diverse groups, applies to problem solving, gives variety to lecture approach, develops social behavior, and increases awareness of alternatives. A list of simulation procedures was provided for specific rhetorical principles: cooperation/competition; decision making; reasoning; recall; perspective; negotiation; and goal setting. Existing, modified, and original games were included. Simulation with a college Interpersonal Communication class provided two case studies. Procedures, results, and evaluative feedback described degrees of effectiveness, and future application and research were also provided.
Date: December 1975
Creator: Love, Nancy Lorene
Partner: UNT Libraries

A Study of the Relationship Between Wechsler Adult Intelligence Scale Scores and Koppitz's Human Figure Drawing Test Scores for Mentally Retarded Adults

Description: The present study explored the possibility of applying Koppitz's developmental scoring techniques of mental maturity to retarded adults. The following hypotheses were tested: 1) that there is a significant correlation between the Koppitz HFD Test scores and the WAIS Full Scale scores; 2) that the correlation between the Koppitz HFD Test scores and the WAIS Performance Scale scores is also significant. Statistical computations did confirm the latter hypothesis but not the former one.
Date: May 1974
Creator: Carlisle, Joseph Frank
Partner: UNT Libraries

Predicting Success and Failure in Life Insurance Sales: A Comparison of Three Psychological Methods

Description: The marketing of personnel assessment services by a variety of individuals and groups has developed into a highly competitive, somewhat unstable, and unusually controversial major American merchandising effort. This study contains a review of the promotional materials and activities of several commercial assessment organizations. Emphasis has been placed upon various "scientific breakthroughs" in the field, including, when possible, the descriptive as well as the predictive utilities that are claimed to result from their use. Three procedures were studied under actual industrial conditions, using tenure and productivity measures as criteria. None of the procedures was found to be significantly predictive in this instance.
Date: December 1974
Creator: Dudley, George W.
Partner: UNT Libraries